Jeffrey Moran – European Skills Leader, IBM

Jeff is an experienced commercial & marketing professional with a focus on driving best in class sales performance in the competitive Information Technology sector. Jeff’s career has spanned varied industries such as digital & mobile marketing, loyalty & rewards, sports marketing and Information Technology.
As a skills leader & training specialist with IBM, my job is to ensure that our 700 digital sellers covering 23 countries & 17 languages have the skills & training they need to best serve our clients across Europe. Inside sales or virtual sales is the now the dominant sales model for B2B, Tech, SaaS, and some B2C transactions. AI will bring a new dimension to Inside sales

Presentation Title: SALES WARS: The death of the field seller ?

Synopsis:
Inside Sales/Virtual Sales has become the dominant sales model for B2B, Tech, SaaS, and some B2C. Inside sales professionals are highly skilled and knowledgeable. Due to advances in communications technology, reps can give presentations, conduct demos and perform all the functions traditionally handled by field sellers. Does all this mean the death of the Field Seller ?